Featuring the perspectives of:
Pam Liebman
President and CEO, The Corcoran Group
Gerard Liguori
Broker/Owner, Premier Estate Properties
Mike Pappas
President and CEO, The Keyes Company
How do you think buyer and seller expectations will evolve in 2026 compared to what we’ve seen over the past few years?
Pam Liebman: In 2026, expectations will be higher on both sides. Buyers will still insist on value, but “value” won’t just mean price – it will mean lifestyle and building quality. On the other hand, sellers will recognize that the best-prepared homes – those that are turnkey and properly marketed – will command the premium.
Gerard Liguori: Looking ahead, the 2026 real estate outlook is expected to remain uneven across different regions, property types and price segments. However, for South Florida, I hold a more bullish perspective compared to the post-pandemic years. Strengthening stock market performance, gradually declining interest rates and one key factor, the election of New York Mayor Zohran Mamdani and his more socialistic policies that disproportionately impact high-income residents, is likely to fuel increased migration from New York to South Florida, particularly among luxury homeowners seeking financial and lifestyle advantages.
Mike Pappas: We’re seeing a shift from traditional “expectations” to “motivation.” Sellers know they’re not in a 2021 market any more, but many aren’t under pressure to move. They’re holding on to low-rate mortgages and strong equity, which is why we’re seeing delistings rise. They’re not chasing a price, as they’re waiting for a reason. Buyers, on the other hand, are alert, analytical and sensitive to fluctuations. They’re tracking rates, watching headlines and moving when the numbers align with their goals. At the same time, today’s consumer is more informed and digitally empowered than ever, but that doesn’t mean they feel more confident. Both buyers and sellers will be looking for more from their agents. More market insight, more tech fluency, more trust. They want advisors who can interpret data, explain risks, and anticipate challenges.
What role do you see AI, data analytics and emerging tech playing in how agents serve clients and run their businesses in 2026?
Liebman: Technology will never replace great agents, but it will reveal the difference between those who embrace it and those who don’t. Top agents are already using AI to work smarter, not harder: pairing high-touch service with high-tech tools.
Liguori: Artificial intelligence and data analytics are redefining the real estate landscape by streamlining repetitive tasks, generating predictive insights and enhancing the client experience. For elite-tier agents, AI will not replace the human touch; rather, it will amplify it. The most successful professionals will harness AI to manage operations seamlessly, allowing them to focus on what truly drives results in the luxury sector: trusted relationships, strategic advisory and bespoke client service.
Therefore, AI will handle much of the administrative and marketing workload, enabling agents to devote more time to personalized client interaction and high-level strategy. Additionally, AI’s analytical capabilities will empower agents to deliver deeper insights and elevate their advisory role.
Pappas: By 2026, AI will be more integrated into how real estate is run as a performance enhancer. We’re already seeing agents use AI to price properties, identify potential buyers, manage timelines and automate follow-ups. It’s saving time on the mechanics so agents can spend more time advising. But the bigger shift is on the consumer side. AI-powered search is getting smarter and more personalized, which means consumers may come to agents later in the process, but with higher intent. That raises the stakes. The agent’s value will have to show up fast and clearly. The agents who win are the ones who can translate the data and leverage the AI-based solutions, but still read the room.
What steps will the industry need to take in 2026 to strengthen consumer trust and reinforce the value of Realtor representation?
Liebman: Trust isn’t something you can manufacture – it’s earned. It’s built through transparency, expertise and a personal touch. As an industry, we have an opportunity to better educate consumers – not just on the transaction, but about the value a skilled agent brings to the table. That starts with clearer communication and a commitment to doing what’s right. The agents who lead with integrity and leverage technology to deliver smarter, more tailored service will stand out. For brokerages, it’s about continued investment in training, tools and messaging that reinforces what great agents already are: trusted advisors, not just facilitators.
Liguori: As the real estate industry transitions from the post NAR civil lawsuit and enters 2026, consumer confidence will depend on trust, expertise and elevated professionalism. Therefore, it is critical to clearly communicate real estate commissions, representation and fiduciary compensation.
In 2026, trust and value will not come from automation or volume, but from expert counsel, ethical integrity and meaningful client relationships.
Pappas: The truth is, people are more skeptical than ever. They’ve seen the headlines including lawsuits, commission debates and tech platforms promising to do it all online. But when it’s time to buy or sell a home, which is still one of the biggest decisions anyone makes, most people don’t want to go it alone or outsource fully to technology. They want someone who knows what they’re doing and has their back. The industry needs to double down on training, consistency and accountability. Agents should be better supported and prepared to deliver a more predictable experience. And we need to be clearer about where tech creates a better outcome versus where the human relationship has to lead.
Will the buyer’s market continue?
Liebman: South Florida is never one-size-fits-all. In 2026, I anticipate we’ll see a selective buyer’s market. Rates, insurance and absorption will set the tone, but one thing’s certain: Standout properties will always find their buyers.
Liguori: The market should transition toward a more normal balance by mid-2026 as mortgage rates gradually decline, inflation moderates, unemployment remains in the mid-4% range and the stock market continues to climb. Nationally, I expect a steady pace: Strength will vary by region, property type and price tier, with South Florida expecting higher growth, likely leading the recovery. This outlook aligns with current forecasts showing rates drifting toward around 6% by 2026, home sales improving and inflation cooling.
Pappas: In 2026, we’re likely to see buyer-favorable conditions persist in select markets, especially in segments where inventory is high or affordability is strained. Mortgage rates are expected to gradually decline into the low-6% range, which may bring more buyers and some inventory back, as sensitivity to rates will remain, particularly for first-time or financed buyers. At the same time, I don’t expect widespread price drops.
The statewide median price for single-family homes has held flat year-over-year at $410,000, and many markets are showing signs of stabilization. In Miami-Dade, prices for condos and single-family homes rose modestly in September, and we continue to see demand in both the luxury and entry-level ends of the market. So, while some segments like older condos or higher carrying costs may see pricing pressure, we’re not forecasting a broad correction. Instead, I expect relative price stability, with modest fluctuations depending on inventory, condition and location. In most markets, 2026 will reflect a more balanced environment, not an outright buyer’s market across the board.